EMEA Sales Director, ISV Embedded Solutions

Overview

Canonical is a leading provider of open source software and operating systems to the global enterprise and technology markets. Our platform, Ubuntu, is widely used in cloud, data science, AI, engineering, and IoT initiatives. Canonical partners with major public cloud providers, server manufacturers, IoT providers, and silicon vendors to enable, optimize, and certify Ubuntu on hardware and in software solutions. We are founder-led, profitable, and growing with a distributed workforce in 75+ countries.

We are hiring a

Sales Director, ISV Embedded Solutions

in multiple locations to drive partnerships for licensing and embedding Ubuntu and Ubuntu Pro into software and SaaS solutions. Location : multiple openings in the Americas and in EMEA time zones. Responsibilities

Drive embedded support and licensing sales with ISVs to exceed quarterly and annual bookings targets. Lead customer and partner relationships and interactions through all stages of the sales, customer success, and support lifecycle. Deepen understanding and engagement with the open source ecosystem. Identify and develop partnerships that support Canonical's strategic ambitions. Collaborate with product management to ensure fitness and enhancement of platforms and solutions for ISVs. Negotiate contracts with new and existing ISV partners and customers. Shape our content and messaging for ISV partners and customers. What we are looking for

Exceptional academic track record from both high school and university. Undergraduate degree in a technical subject or a compelling narrative about an alternative path. Ability to establish strategic relationships with large organisations at all levels. A passion for technology and extensive experience with the software and SaaS industry, Linux (Debian or Ubuntu preferred), the open source ecosystem, cloud models, and container offerings. Experience with lead generation and business development in the software sector. Excellent interpersonal skills, curiosity, flexibility, and accountability. Outstanding business English writing and presentation skills. A personal drive to meet commitments and a track record of delivering beyond expectations. A commitment to leadership, skills development, and mentorship. An appreciation of diversity and effectiveness in a multilingual, multicultural organisation. Ability to travel internationally twice a year for company events up to two weeks long. What we offer

Distributed work environment with twice-yearly team sprints in person. Personal learning and development budget of USD 2,000 per year. Annual compensation review and performance-based bonus / commission. Comprehensive benefits aligned with global locations. Annual holiday leave and maternity / paternity leave. Employee Assistance Programme and opportunities to travel to new locations to meet colleagues. Priority Pass and travel upgrades for long-haul company events. About Canonical

Canonical is a pioneering tech firm at the forefront of open source, publishing Ubuntu and enabling AI, IoT, and cloud initiatives. We recruit on a global basis and uphold high standards for new hires. Most colleagues work remotely, with periodic in-person collaboration. Canonical is an equal opportunity employer. We foster a workplace free from discrimination. Diversity of experience, perspectives, and background creates a better work environment and better products. We will give every application fair consideration.

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